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Anne T. Coughlan

30 works· latest 2017· 2 institutionscluster: provisional

h-index24

i1028

Citations4,767

Works here30

Most cited in this library

Executive compensation, management turnover, and firm performance1985 · 1,209 citations
International Market Entry and Expansion Via Independent or Integrated Channels of Distribution1987 · 847 citations
Competition and Cooperation in Marketing Channel Choice: Theory and Application1985 · 392 citations
Private label positioning: Quality versus feature differentiation from the national brand2006 · 295 citations
Optimal Restocking Fees and Information Provision in an Integrated Demand-Supply Model of Product Returns2009 · 261 citations

Works

30 shown

d.light Design: Marketing Channel Strategies in India

Kellogg School of Management Cases·2017·2 authors

0citations

Minimum Advertised Pricing: Patterns of Violation in Competitive Retail Markets

Marketing Science·2016·3 authors

18citations

Determinants of Pay Levels and Structures in Sales Organizations

SSRN Electronic Journal·2015·4 authors·preprint·Open access

39citations

Managing Consumer Returns in a Competitive Environment

Management Science·2011·3 authors

228citations

Optimal Reverse Channel Structure for Consumer Product Returns

Marketing Science·2010·3 authors

192citations

Marketing modeling reality and the realities of marketing modeling

Marketing Letters·2010·9 authors

21citations

Optimal Sales Force Diversification and Group Incentive Payments

Marketing Science·2009·2 authors

Optimal Restocking Fees and Information Provision in an Integrated Demand-Supply Model of Product Returns

Manufacturing & Service Operations Management·2009·3 authors

261citations

Used goods, not used bads: Profitable secondary market sales for a durable goods channel

Quantitative Marketing and Economics·2007·2 authors

83citations

Marketing Channels 7th Edition

·2006·4 authors

18citations

Salesforce Compensation: An Analytical and Empirical Examination of the Agency Theoretic Approach

Quantitative Marketing and Economics·2005·3 authors

75citations

Strategic segmentation using outlet malls

International Journal of Research in Marketing·2005·2 authors

91citations

Channel Management: Structure, Governance, and Relationship Management

SAGE Publications Ltd eBooks·2002·2 authors·chapter

55citations

Book Review: Cognitition, Aging and Self-Reports

Journal of Marketing Research·1999·6 authors·other

0citations

Network marketing organizations: Compensation plans, retail network growth, and profitability

International Journal of Research in Marketing·1998·2 authors

101citations

Canales de comercializacion

UCLA - Biblioteca de Administración y Contaduría·1998·4 authors

35citations

Chapter 13 Salesforce compensation: A review of MS/OR advances

Handbooks in operations research and management science·1993·1 author·chapter

60citations

An Empirical Analysis of Sales-Force Compensation Plans

The Journal of Business·1992·2 authors

137citations

New technology adoption in an innovative marketplace: Micro- and macro-level decision making models

International Journal of Forecasting·1991·3 authors

46citations

Salesforce Compensation: Theory and Managerial Implications

Marketing Science·1989·2 authors

131citations

Distribution channel choice in a market with complementary goods

International Journal of Research in Marketing·1987·1 author

24citations

Executive compensation, management turnover, and firm performance

Journal of Accounting and Economics·1985·1 author

1,209citations